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Master the art of solution selling and explore the industrial world of

signaling and lighting. Learn actionable sales strategies from industry

experts.

In this episode of Power of the Network, host Tim Locker sits down with

Tom Forshee, a regional sales manager at Federal Signal, to pull back

the curtain on the world of industrial signaling and high-impact sales.

Whether you are a professional in the electrical industry or looking to

sharpen your sales techniques, this conversation offers invaluable

insights into consultative selling, building long-term customer

relationships, and managing complex territories. Tom shares his

unconventional journey from interior design and lighting to becoming an

expert in industrial beacons and warning systems. We dive deep into the

differences between transactional sales and value-added solutions, how

to effectively manage rep relationships without direct authority, and

the importance of maintaining a balance between prospecting and

respecting the customer’s time. With over 125 years of history, Federal

Signal’s evolution provides a fascinating case study on adapting to

market demands in the petrochemical, manufacturing, and industrial

sectors. Join us as we discuss how to stay top-of-mind with partners and

why the 'last guy in' often wins the deal.

If you've enjoyed this conversation, leave a review and subscribe so you

don't miss any future episodes.

Hosted by CBM's own Vice President of Broadband, Tim Locker, Power the

Network is bringing industry leaders to your feed every other week. One

minute, you'll dive deep into products and innovative new processes. The

next minute, you'll be learning timeless principles to equip you in

your career. At CBM, we are powered by ownership, and we're bringing the

same energy into podcasting with Power the Network.